Te cuesta cerrar ventas. ¿Cómo puedes hacer que tu discurso sea más efectivo?

Understand customer needs, deliver a clear value proposition, actively listen, highlight benefits, build trust, and address objections to enhance the effectiveness of your sales pitch.

To make our sales pitch more effective we probably just need to stop "pitching" and start listening more. The most important skills in sales is, in fact, listening. Let your prospects do the talk, let them share openly their needs, their challenges, what has worked for them in the past and what didn't. Only at the end, when you have a clear understanding of the person you are talking to and their desire, you will be able to present your solution that, ideally, will bridge the gap between their current situation and the ideal world.

Every seller has their own way! A pitch can land you the deal but so can active listening- depending on your skillset. For my ambitious sales people, it can be useful to give yourself a pitch before you jump in 👇🏼 "I am here to listen and learn. I cannot solve problems on the spot, I'm not a magician! I'm excited to see how this team manages their work. It will be a good conversation, and even better if I can help them drive value out of their efforts. I will be open, present and actively listening. I am here to help, not to brag." Hope this helps! I trust you all 🌞👏🏼👏🏼

Before pitching, thoroughly research your prospects to understand their goals, challenges, and preferences. Customize your pitch to address their specific needs, using language that resonates with them and avoiding unnecessary jargon. Demonstrate a clear understanding of their problems and present your solution as the ideal fit. This tailored approach enhances the relevance and effectiveness of your pitch, increasing the likelihood of capturing your prospects' attention and interest.

1. Understand the customer's actual need just after the formal introduction. 2. Don't jump on a solution if you haven't got the actual need. 3. Pitch the solution in a way that your customer must be able to connect it with his actual requirement. 4. Make his mind affordable for your product/service not just his pocket. 5. You must not have fear of rejection in mind speciallly when you are about to close the sales.

Refine, repeat and rehearse before it’s time to pitch. Articulation is key. Speak less and choose the right words to say more. Hear yourself out first- Did it impress you? Excite you enough to continue the discussion? Learn from your failed pitches- read your customers… at what point did you loose them? Be smart, be analytical. Sales is fuelled by passion, commitment and follow ups. Demonstrate and leads will convert.

One of the prevalent errors in IT sales is overemphasizing product features at the expense of highlighting its benefits. While features encompass the characteristics like speed or security, benefits are the tangible outcomes such as enhanced productivity, cost reduction, or improved customer satisfaction. Prospects are more compelled by benefits as they directly illustrate how the product can address their needs or challenges and contribute to achieving their goals. Therefore, a focus on benefits is crucial in conveying the value proposition effectively during the sales process.

Don't talk about benefits that you have not thoroughly evaluated! An impactful benefit has a really bad pain related to it. And that pain can be expressed in money, time or status. That's what makes your audience move. Mentioning benefits just because others have experienced them might give your client the first chance to say "No" - and from there on your on the fast track out of the door. What the alleviation of a pain is really worth to the client is the discussion that you need to have beforehand. Don't male it up! Ask your clients - they will gladly tell you.

🚀 Elevate Your Sales Game: Benefits Over Features! 🌟 Avoid the common trap in IT sales! 🕹️ Don't drown your prospects in product features; instead, highlight the impactful benefits! 🚀 Features are like ingredients, but benefits are the delicious results! 🌐⚡ 🔍 Features = What it does (Speed, Security, Compatibility) 💡 Benefits = What it achieves (Increased Productivity, Cost Reduction, Customer Satisfaction) Persuade and captivate your prospects by showcasing how your product can be their solution! 🎯✨ Let your pitch be a symphony of benefits that resonate with their goals and challenges! 🎶💼 Remember, it's not about the tech jargon; it's about the tangible, positive outcomes your product brings! 📈💰 #BenefitsNotFeatures

Highlight the value your product or service brings to the customer rather than just listing its features. This means focusing on those outcomes that are both easily precisely quantifiable and those that are not. Clearly communicate how your offering can solve specific challenges and lead to better outcomes.

Enhancing your pitch in the wine, beer, and spirits industry, involves crafting compelling stories and examples that highlight the unique qualities, origins, and experiences associated with each product. By intertwining narratives of craftsmanship and cultural significance, you can create an emotional connection with customers, making your pitch more memorable and persuasive.

Once, I worked in sales for a company that made it much easier to work in MS Office applications. Out of the blue for me, there was an EU directive on the horizon that our production had developed a solution for - an accessibility checker that could read text aloud for the hearing impaired. I had no clue -I knew absolutely NOTHING - about what was written in the EU directive, only that it needed to be implemented. I dedicated time to thoroughly understand the legislation, and through that, I could grasp the pains of my potential customers - and I built a pitch that gave me speaking time about the challenges I could help address. I have never before booked nearly three times as many meetings as my target was. Understanding pains is key!

Enhancing the effectiveness of your pitch involves incorporating stories and examples to illustrate key points. These narrative elements not only establish an emotional connection with your prospects but also serve to showcase your credibility and provide tangible proof of your product's value. For instance, recounting a success story where your product aided a similar customer in overcoming a challenge or achieving a particular result can be compelling. Additionally, using examples to demonstrate how your product operates in diverse scenarios or contexts helps make your pitch more memorable and engaging, facilitating better understanding and retention.

🌟 **Spark Success with Stories! 🚀** Boost your pitch's power with the magic of stories and examples! 📖✨ Connect emotionally, build credibility, and showcase your product's value effortlessly. Share a thrilling success story 🌈 – watch how your product transformed a customer's challenge into triumph! 🏆🎉 Illustrate with examples to highlight versatility in different scenarios! 🔄💡 Make your pitch unforgettable and engaging! 🚀💬 #PitchPerfect #StoryMagic 🌟

Narratives and real-world examples make your pitch more relevant and most importantly memorable The success stories or case studies you share need to clearly demonstrate the positive impact of your offering. Ineffective stories take up valuable time and distract from the sales objective.

Thanks for asking Linkedin. My favorite topic. Objections. Let's talk about Pricing objections. Here's good trick but this one requires multi threading, well-rounded research and solid rapport BEFORE asking this question: "Thanks for letting me know of your other offers which seem to be much better from a pricing point! Let's say our solution and their solution costed exactly the same. Which one would you go with?" Now assuming you've done a good job solving their problem so far and showcasing how you can help eliminate the biggest headache for them, then this should be a piece of cake. Let them tell you WHY your solution is desired and walk them through Value - Timeline - Pricing diagram to show the difference. Good luck 🙏🏻👏🏼

🚀 **Crush Objections with Confidence! 💪** Facing objections during your pitch? Don't panic! 🤯 Turn challenges into opportunities to shine ✨. Expect and prep for common hurdles like 💲price, 🌐competition, 🚀implementation, and 🤝support. 👂 Listen keenly, respond with hard facts, evidence, and highlight the benefits. 🌟 Overcome objections, build trust, and seal the deal! 🤝💼 #PitchPerfect #ObjectionCrusher 🚀

Embrace objections Anticipate common objections and plan to proactively address them during your conversation Be clear and convincing in you answers If you do not know something or understand something make that clear EVEN if you think you should. Being evasive or ignoring objections is a path to failure

Ask more then you pitch! Try to understand your prospects and give them tailored answers to their situation, which is only possible when you ask many questions. Don't do just a generic pitch or demo!

Fortune favors the prepared and knowledge is power. These two phrases have been instrumental throughout my career. If you are knowledgeable about your service offerings and prepared to overcome your client's questions, you have won half the battle. But what comes next is crucial: accuracy and articulation. Framing your response in three steps ensures that the conversation flows smoothly, and both parties are heard and understood. Always begin by acknowledging the objection, then explain your success in this area, and follow up with a relevant question to further the conversation or better understand the challenge. Remember, preparation and knowledge are key, but it's how you communicate that truly makes the difference.

It is always more effective if you 1. Clearly express the next steps, who is doing what and when 2. Guide the prospect toward making an informed decision 3. Have a confident tone (including body language) when asking for commitments.

Setting clear expectations and next steps is crucial to closing a sale. As sales professionals, setting expectations set at the beginning of the conversation is crucial. Know your audience and create an experience for the client. Without genuine interest, opportunity to move forward may be hindered. Once you have addressed any objections the client may have, share the anticipated timeline and go-forward strategy. By doing so, you're setting the tone for the next steps and ensuring that everyone is on the same page. Remember, if you sell something of little interest to the client, they won't move forward. By knowing your audience and providing a genuine experience, you're increasing your chances of closing. All that's left to do is ask.

If you've had success with other clients, don't hesitate to ask for a testimonial. Sometimes, what you've done very well for others will best be described by someone else. Don't have the client take your word for how amazing you have been for others. Let others sing your praises.